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How-To Guide: B2B Data Management

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Executive Summary
The B2B buying process has changed in recent years, with customers doing more research on their own and delaying engagement with sales teams until late in the purchase cycle. This has increased the need for marketers to reach customers early in the buying cycle and to provide more information as their research progresses. The effort has multiplied further as the number of interaction channels expands.

In this new environment, effective data management is essential for success. Balancing multiple opportunities to find the best marketing investments relies on data as do finding and delivering the most effective treatments for each prospect. The sheer number of choices means that only a data-driven approach can produce the right decisions.

Good data management isn’t easy. Data comes from many sources in many formats. It must be acquired, assembled and analyzed to make sound marketing decisions. Then, the data must be made available to customer-facing systems in order to execute those decisions on a one-to-one basis.

This How-To Guide will help you organize your data management efforts. You will learn how to define goals, specify requirements and build a plan to meet those requirements. Then, you can begin your journey to data management success.

This brief 12-page How-To Guide is designed to provide practical advice for B2B Data Management and outlines the following:

- Executive Summary
- B2B Data Management Best Practices
- B2B Data Management Maturity Levels
- Taking Advantage of B2B Data Management
- When Data Enhancement Makes Sense
- Action Plan
- Bottom Line

Published in: Marketing
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How-To Guide: B2B Data Management

  1. 1. B2B Data Management: Best Practices & Insights © 2015 Demand Metric Research Corporation. All Rights Reserved. How-To Guide By: David Raab, Research Associate – Demand Metric August 2015
  2. 2. 3 4 6 7 8 10 Executive Summary B2B Data Management Best Practices B2B Data Management Maturity Levels Taking Advantage of B2B Data Management Action Plan Analyst Bottom Line Table of Contents 11 About the Analyst
  3. 3. EXECUTIVE SUMMARY How-To Guide: B2B Data Management The B2B buying process has changed in recent years, with customers doing more research on their own and delaying engagement with sales teams until late in the purchase cycle. This has increased the need for marketers to reach customers early in the buying cycle and to provide more information as their research progresses. The effort has multiplied further as the number of interaction channels expands. In this new environment, effective data management is essential for success. Balancing multiple opportunities to find the best marketing investments relies on data as do finding and delivering the most effective treatments for each prospect. The sheer number of choices means that only a data-driven approach can produce the right decisions. Good data management isn’t easy. Data comes from many sources in many formats. It must be acquired, assembled and analyzed to make sound marketing decisions. Then, the data must be made available to customer-facing systems in order to execute those decisions on a one-to-one basis. This How-To Guide will help you organize your data management efforts. You will learn how to define goals, specify requirements and build a plan to meet those requirements. Then, you can begin your journey to data management success. © 2015 Demand Metric Research Corporation. All Rights Reserved.
  4. 4. ABOUT THE RESEARCH ANALYSTS David Raab, Research Associate – Demand Metric With an MBA from Harvard, David is an expert in both B2B & B2C marketing strategy & technology. He has advised The Gap, JC Penney, Lowe's, Blue Cross/Blue Shield, Williams-Sonoma, Scholastic, Unisys, Sprint and Verizon Wireless. He also publishes the Raab Guide to Demand Generation Systems and the Marketing Performance Measurement Tool-Kit. © 2015 Demand Metric Research Corporation. All Rights Reserved. How-To Guide: B2B Data Management
  5. 5. © 2014 Demand Metric Research Corporation. All Rights Reserved. ABOUT DEMAND METRIC Demand Metric is a global marketing research & advisory firm serving a membership community of over 70,000 marketing professionals, CEOs, and business owners with advisory services, custom research & benchmarking reports, vendor studies, consulting methodologies, training, and a library of 500+ tools and templates. Using Demand Metric resources, members complete projects faster and with greater confidence, boosting respect for the marketing team and making it easier to justify needed resources. Our 1,000+ clients range from start-ups to members of the Global 1000. To download this full How-To Guide, click here! How-To Guide

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